First, how to begin a sale. To begin a sale successfully, we should ignore the “No Soliciting” sign and get information about the deciding party by indirect soliciting. When meeting with the client, we’d better use our 30-second self-introduction to attract their attention and kindle their interest. We should also ask effective questions and listen, so that we understand the prospect’s core needs. There were many Quoteworthy lines throughout the book, Jeffrey doesn’t get too technical with his usage of words; his explanations are in simple easy understand phrases. Gitomer, Jeffrey (December 7, 2015). The Very Little but Very Powerful Book on Closing: Ask the Right Questions, Transfer the Value, Create the Urgency, and Win the Sale. Wiley. ISBN 978-1118986523 Gitomer, Jeffrey (May 5, 1998). Customer Satisfaction is Worthless, Customer Loyalty is Priceless. Austin, Texas: Bard Press. ISBN 1-885167-30-X.

Don't blame others when the fault (or responsibility) is yours. Accepting responsibility is the fulcrum point for succeeding at anything. Doing something about it is the criterion. Execution is the reward." This is the playbook you need to build and scale a winning sales team and process. Learn the best tips and tactics around: Gitomer attended Temple University, but left after his first year to attend the Goethe Institute in Berlin, Germany, where he studied languages. In a Time Magazine feature article, Gitomer quips about his college education: "I went on the six-year you-don't-quite-graduate program, which I completed successfully." [1] The Charlotte Observer describes him as "...a college drop-out who has built a sales training empire." [2] Author/Writer [ edit ] While this might sound like sales teams are no longer necessary, that’s not the case. Instead, their job now centers on developing ways for the product to qualify prospects and create lasting value. If they turn you down because of "price," whose fault is that? If they don't return your phone call, whose fault is that? If they decided to buy from the competition, whose fault is that? Yours - you couldn't get the prospect to lean forward. Don't blame yourself - Take responsibility for it. Learn from it. And then do something about it!"

The praise is well-deserved. This book is filled with insights you can immediately put into action. Gitomer, Jeffrey (January 6, 2009). Little Teal Book of Trust: How to Earn it, Grow it, and Keep it to Become a Trusted Advisor. FT Press/Pearson Education. ISBN 978-0-13-715410-4. Even with a positive attitude, articulated goals, and the tools to make a great first impression, you can’t be successful in sales without other people. Gitomer asserts that selling has less to do with your product or prices, and more to do with your relationships: People are more inclined to buy from someone they know, trust, and have a good relationship with. Being friends with your customers also makes the selling process easier for you—they’re happy to buy from you, are more forgiving if you make the occasional mistake, and are loyal to you, so you shut out the competition. Principle #5: Learn to Listen There are many types of antique Bibles that are collectible for various reasons. Here are just a few of the most popular: Gitomer, Jeffrey (September 25, 2004). Little Red Book of Selling: 12.5 Principles of Sales Greatness. Austin, Texas: Bard Press. ISBN 1-885167-60-1.

Sometimes, you don’t even need the entire Bible to have great value on your hands. Some individual leaves from truly rare Bibles can make big money. That is how much I love and adore this man – for his sincerity, his honesty and the wisdom by which he blesses people around the world. Data-Driven Sales brings together experts from high-growth SaaS companies, and shows exactly how they have used data to transform their companies. Written by 10 guest authors and covering topics like pricing, automating outbound, sales forecasting, hiring, and much more.” Contents I have to read it over and over ... or maybe use it as a dictionary by reading the article I need each time...Nine years after its release, it might not be accurate to describe Predictable Revenue as a ‘new kind of sales system.’ Even so, “The Sales Bible of Silicon Valley” is still a useful resource for anyone interested in building or improving their SaaS sales process. In fact, many of today’s successful SaaS businesses owe a lot to this book. When you go to networking events, get yourself well-prepared beforehand. Eat early, so you have enough energy. Dress properly. Don’t smoke or drink, keep yourself sober and tidy. You should also prepare enough cards and a 30-second self-introduction. In addition to this, show up early and get familiar with the people and the room so that you can target your prospects. Due to the relative scarcity of antique Bibles in decent condition which are 200+ years old, their value and collectibility rises. When making your 5-year networking plan, you can consider the following aspects. Where do I network now? Where should I network? Where do my prospects/customers network? What are three organizations that I should join to meet more quality customers? Who are the five people that I want to meet the most? How many hours must I commit to networking to make it productive? What are my first-year networking goals? What networking goals and tools do I own? What networking skills and tools do I need? Who can I ask for help to improve my networking skills? Therefore, it stands to reason why condition becomes an important factor in the value of an antique Bible. How rare is my antique Bible?

These modern 20th century Bibles are the type most of us have. Bibles like these have value only as reading material. Valuable Bibles are (often) dated 1800 or earlier Gitomer, Jeffrey (October 21, 2008). Customer Loyalty Concepts: The First Interactive Thought Book. Charlotte, North Carolina: Lito Press. ISBN 978-0-9719468-0-4. How can a book that was originally published in 1984 (yes, this is book has been around longer than me) possibly be relevant to SaaS sales? Despite predating SaaS by more than a decade, Cialdini’s book is an essential read. In this book from Clearbit, the focus is on data throughout. Each chapter is written by a different expert, and it’s genuinely fascinating to read concrete examples of how they’ve implemented data-driven solutions to some of the biggest sales problems. While many people will say that data is important, this book answers why it’s so important and gives clear examples of how data has made a difference for these companies. For example, Michelle Kanan’s chapter on building a Sales Enablement team covers absolutely everything you need to know to get started, from the best definition I’ve read yet (“It’s the work sales managers do when they’re really good at their jobs and they really care”) to making those all-important hiring decisions.It was more of a presentation rather then a proper non-fiction book, the entire content even though being quite good could have been shrinked to half its size. End of Preview——— Like what you just read? Read the rest of the world's best book summary and analysis of Jeffrey Gitomer's "The Sales Bible" at Shortform .

Gitomer, Jeffrey (September 2, 2013). Jeffrey Gitomer's 21.5 Unbreakable Laws of Selling: Proven Actions You Must Take to Make Easier, Faster, Bigger Sales....Now and Forever. Bard Press. ISBN 978-1885167798In this first book of the Sales Blueprints series, Jacco Van Der Kooij and Fernando Pizarro break down the science of sales into its basic elements. Unlike any book before it, The SaaS Sales Method exposes the math the underpins each stage in revenue production, from marketing , to sales, to customer success, and infers how revenue leaders should structure their processes, organizations, and training in each.​​​​​​​” Contents As discussed, listening is an essential part of selling. By understanding what your customer is saying—or not saying—you can determine what to do to convince the customer to buy. Gitomer offers four strategies to close the sale: In 1997, Jeffrey was awarded the designation of Certified Speaking Professional (CSP) by the National Speakers Association. The CSP award has been given fewer than 500 times in the past 25 years and is the association's highest earned award. Gitomer, Jeffrey (April 16, 2004). The Patterson Principles of Selling. Hoboken, New Jersey: John Wiley & Sons. ISBN 0-471-66262-3. Gitomer, Jeffrey (September 4, 2003). The Sales Bible Revised Edition: The Ultimate Sales Resource (perfectbound). Hoboken, New Jersey: John Wiley & Sons. ISBN 0-471-45629-2.